Empirical pricing studies are scarce in the modern literature in spite of their obvious importance for understanding competition. The present study employs a structural model to identify deviations of individual pricing routines from the commonly assumed single-period profit maximization. It is applied to individual wholesale firms, because wholesale pricing has a decisive influence on the price formation in the entire economic system and because hardly any research exists in this area. The results show that wholesale firms operate in imperfectly competitive world markets providing a highly differentiated service package. Traders apply pricing rules consistent with cost mark-up pricing. The mark-up varies among traders with the extent to which a firm's pricing strategy deviates from full profit maximization. This divergent behavior is associated with firm size, the type of buyers served and other aspects of the wholesale service package.

econometric modeling, empirical analysis, pricing behaviour, wholesaling
Model Evaluation and Testing (jel C52), Oligopoly and Other Forms of Market Imperfection (jel D43), Business Objectives of the Firm (jel L21), Retail and Wholesale Trade; Warehousing; e-Commerce (jel L81)
dx.doi.org/10.1016/S0167-2681(98)00066-3, hdl.handle.net/1765/15928
ERIM Article Series (EAS)
Journal of Economic Behavior & Organization
Erasmus Research Institute of Management

van Dalen, J. (1998). A model of pricing behavior: An econometric case study. Journal of Economic Behavior & Organization, 177–195. doi:10.1016/S0167-2681(98)00066-3